I asked my son to put some toilet paper in the bathroom. He technically did, resting it on the towel rack. Sales lesson: Prospects often don’t do what we want because we’re not clear. We need to help them: Remove the empty toilet paper roll Throw the empty toilet paper roll in the trash Insert […]

Lots of experts will tell you how to write a good email. Maybe they’re right. Here’s what works, repeatedly – and why it doesn’t sound salesy. And btw, the phone, shorts vids, and LinkedIn voice-messaging are great mediums for you to use as well with the following. It’s a simple framework, called: HAPI (pronounced “happy”) […]

Overthinking video in your sales outreach? Try this: Download the free Chrome Soapbox plugin Record a 30-sec vid Insert vid thumbnail into an email to your prospect  Here’s a sample talk track: Hey Ted, I’m not sure this is your experience but I’m seeing [insert business problem you solve for your customers] This isn’t fun […]

NOTE: book is live on Amazon And here’s an idea to noodle on… If your deal is stuck, here’s a framework that can help: Pain – Power – Plan  Pain – did you uncover enough pain to warrant the investment, or did you just skim the surface? Pain is clarity on the problem solved and […]

YAY! – Feel Good About Selling is live on Amazon – grab it here! Have you ever been working out a problem with someone… a boss a friend a spouse and they essentially announce, “Got it!” Then they check out of the conversation – even though you’re still talking? It happens in sales, too. A […]